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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Selling the Old Fashion Way, But Using the Latest Technology

Posted by Manny on February 27, 2017
Posted in Leadership 

Using the Internet, today I can learn so much about selling.

Almost every day brings a new way, a new person, a new methodology, and/or a new tool.

 

I cannot believe we were ever able to sell without them!

  

 

 

Yet!

Every day I speak with my prospects, I hear over and over again:

 

Why can’t I find people who can sell?

 

What ever happened to great sales people?

Is there anyone out there who knows how to do more than just email or wait for leads to find them?

 

Is there anyone who’s not afraid to sell?

Who can bring home the gold consistently, over and over and over again?

 

Yet, every day, people are distracted by and pulled into new methods and techniques and tools, but sales remain the same, or even fall.

 

I love technology.  I grew up as a computer programmer and ran a software company.  I am amazed at what we can do today.  Amazed. 

 

The tools we have at our fingertips are phenomenal.

Social media

Linkedin

CRM

Smart phones

Video

Email

SEO

On and on and on.

 

So why aren’t our sales doubling?

 

Just like the latest saw or hammer will not help you build a new home without the necessary skills and plans, neither will any of these tools help you if you don’t employ a system and actually learn how to sell.

 

But if you can take these new tools and add them to a sales system and developed sales skills, then you will excel and double your sales. 

 

Today, 3 keys to selling and selling well.

 

 

1/       Lead Generation

            Make connections.

            Find those who will buy.

            Fill the funnel.

            Prospecting is the start of any great sales process.

 

            Set a target, define the players and get out there and meet and greet them.

            Continue filling the funnel until it overflows with great prospective clients.

 

            If you want to learn more – check out a copy of my latest book for only 99¢.

            Targeted Lead Generation – Click here.

 

Listen to Targeted Lead Generation Podcast.  Click above to learn more.

Listen to Targeted Lead Generation Podcast. Click above to learn more.

 

            Listen to our podcast – Targeted Lead Generation – click here

 

2/       Follow-up

            Get to know your potential buyer.

            Stay connected.

            Build a relationship.

            Stay in front of them.

            Keep educating them on you and your product/service.

            Get them to remember you.

            Do what you said you would when you said you would.

            Call back, reconnect, and talk with them.

 

            CRM makes it so easy. Each day it outlines what you need to do to stay connected.  But you must use it and employ a system that works.

Order your copy today - just click this picture.

Order your copy today – just click this picture.

 

 

            Learn more in my book – My Sales Follow up Sucks.  Click here to order your copy today.

 

 

3/       Close

            If you can’t close the deal, it really doesn’t matter how well you do the other two steps.

            You will always get some work, because some people will buy regardless of your ability.

            But to be a super sales person and increase sales, you must close business and get the prospect to buy consistently again and again.

 

One additional tip – upsell, cross sell and resell.

Once a customer, always a customer.

Customers are for life.

Continue working those you previously sold for more business and referrals.

 

Want to grow your business? Double your sales?

You cannot build a business by cutting costs and saving money.

You do it by building an effective sales system and retaining people who use it.

 

Want to learn more? Set up a free 30 minute call with me.0006

Click here to schedule you call today.

 

Learn more about our self-study course that can help you build your sales process.

Click here.

 

Do something today, or your sales will be less than you want.

Become proactive when it comes to generating business.

Sales don’t just happen.

Sales is hard work, and that hasn’t changed.

 

 

If you examine the great leaders of the past, you will see one thing they all do well – they develop other great leaders, many times leaders even better than themselves.

 

True leaders are never afraid to empower those under them to excel and be even better than they are. 

They are never afraid that their job or company will be taken away. 

Great leaders always have another mission to go to.  If you are better than me, then I can move on.

 

 

Jack Welch is one great example.  So many people who worked under Jack went on to successfully lead other organizations and create great success. 

Jack developed GE into one of the best companies in the industry, but even more impressive, he also developed an unbelievable number of leaders who went on to do even more.

 

If you are a great leader, never fear or be intimidated by those you hire.  Always look for people who can replace you, because they will allow you to move on to even greater things.

 

The best example was Jesus Christ.  He built a team of 12 disciples and told them, Very truly I tell you, whoever believes in me will do the works I have been doing, and they will do even greater things than these, because I am going to the Father. John 14:12

 

So what is holding today’s leaders back?

 

First, understand that to be a leader, you must stand for something. 

When you stand for something, you’ll have critics and those who disagree. Not everyone is going to like you. 

But when you stand strong, it sends a message, and people follow.  We can see a great example of this in our new President, Donald Trump.  Like him or not, he is a leader and stands for something.

 

Great leaders move toward something at all times.  They have a vision.  They have a destination.

 

“If you don’t stand for something, you will fall for anything.”  Many have said it, and it is so true.

 

So how do you develop great leaders?  Today, let us explore 3 keys to making it happen.

 

1/        Lead by example.

            You must work as hard as anyone on your team. 

            Think quickly on your feet.

            Make decisions.

            Make things happen.

            Take the blame and give the credit.

            Treat others very well, but expect a great deal from them.

 

2/        Surround yourself with the best people.

            These might be average people with unlimited abilities.

            Remember the disciples Jesus chose: rustic, uneducated, lacking social skills.

            Find the best people, the ones with vision, drive and passion.

            You can develop the skills.

            Don’t be afraid to hire the best and demand even more from them.

The more they keep you on your feet, the more they will grow, and so will you.

 

3/        Everyday, teach and develop your people

            to be stronger, better leaders than you.

            Give them rope to hang themselves.

            Let them fail.

The greatest lesson I ever received was being punished for failing to make a decision, but never for making the wrong decision.

            Make them stretch way beyond what they think they can accomplish.

            Raise the expectations you have of them way up.

            Be there for them.

            You want respect.  Friendship is great, but respect builds leaders.

 

Three simple but very hard pieces of advice for you to implement in your organization to create great success through great leaders.

Stop hesitating.

 

If you want to build a great organization, it starts with you and your ability to build great leaders.

Lead by example.

Surround yourself with the best.

Teach and develop the best into even better.

 

Now go do it.

If you need help, watch this 18 minute video and then set up a 30 minute call with me.  Hesitation will never get you there.  Stop thinking about it.

 

  

Link to set up meeting

http://meetme.so/coachmannynowak

 

 

 

Every year the New England Patriot’s begin their season saying, “We are going to win the Super Bowl this year.”

 

And, after last week’s win, how many times have they done it?

  

The rest of the league says stuff like:

            We will have had a great season if we can go 8-8

            Or

            If we can just get to the playoffs

            Or

            If we can just win a playoff game

            Or some might even say

            If we can just get to the Super Bowl.

 

            Then it will be a great season.

 

But not the Patriots, they go for the gold.  Nothing less.

 

Do you see the difference?

New England has the attitude to win it all.

 

Do you?

 

As you look at your sales projections for this year, do you say:

This year we are going to double our sales.

 

Or, instead, do you say stuff like:

If only we could sell as much as we did last year and break even

Or

If only we could raise sales by 5-10 percent

Or

If only I could avoid losing any major accounts.

 

Stop

Do you want to win the Super Bowl or not?

Do you want to exceed your expectations or settle for less?

 

You need to embrace the attitude that this year you are going to win the Super Bowl of sales.

 

Let me share with you today 3 things you can do after you commit to winning this year’s Super Bowl of sales.

 

1/       Get your lead generation process to excel and produce more leads than you need.

            Get the phone ringing.

            Get the web forms in.

            Get the email flooding in.

            Get people to stop by.

 

            Build you 5 best lead generation processes and your second 5.

 

            If you need some help, pick up a copy of my new book.

 

            Target Lead Generation.

            Click Here

  

            Or, listen to the Targeted Lead Generation Podcast.

Listen to Targeted Lead Generation Podcast.  Click above to learn more.

Listen to Targeted Lead Generation Podcast. Click above to learn more.

 

            Click here:

    

2/       Build a follow up process that keeps you on top of your prospects.

 

            Automate as much of the process as you can.

            Stop stuff from falling through the cracks.

            Don’t just meet people, build relationships.

 

            Create a program that keeps you in front of your prospects.

 

            If you need some help, check out a copy of my book:

Order your copy today - just click this picture.

Order your copy today – just click this picture.

 

            My Sales Follow Up Sucks.

            Click here:

         

3/        Close business

            Stop hesitating.

            Stop settling for less.

            Be willing (and ready) to get to “NO.”

            But be willing to keep going until you get the business.

 

            Closing the deal is what sales is all about.

            If you can’t close the deal, then you can’t stay in business.

            If you can’t close the deal, then you can’t win the Super Bowl.

 

Push yourself and your team to the top.

This year you are going to double your sales – you are going to win the Super Bowl.

Get that attitude right, and then work the rest.

 

But it starts through attitude.

It starts with knowing you are going to win.

 

Need some help?

Let’s talk for 15-30 minutes and see what kind of synergy we have.0006

First, please watch this video – click here.

 

 

 

Then click here to set up a call at a time that works for you.

Click here:

 

 

 

You are going to win the Super Bowl this year.

But first you have to believe you will.

 

 

 

 

 

 

            

When President Ronald Regan was a child, he was sent to the shoemaker to get a new pair of shoes made.  When he got there, the shoemaker asked him, round or square toes on the shoes.

 

Ron did not answer. He was thinking about it.0014

 

The shoemaker showed him again in a week, and again, asked young Ron, square or round toes?

 

Ron did not answer.  He was still thinking about it.

 

One final visit to the shoemaker, and again, the question, round or square toes on the shoes.  Again, no answer.

 

The day came and the shoemaker delivered Ron his shoes, one with round toe and the other with square toe.

 

That day, Ron learned a very important lesson he never forgot. “Never let anyone else make your decisions for you.”

 

How about you?

Are you making your own decisions, or are you letting someone else make them for you?

 

Where do you want to go to college?

I don’t know.

You are going to college at xyz University.

Listen to Targeted Lead Generation Podcast.  Click above to learn more.

Listen to Targeted Lead Generation Podcast. Click above to learn more.

But you really didn’t want to go there.

 

Do you want the office on the left or right side of the receptionist?

I don’t know.

OK, then you get the one on the left.

But I didn’t really want that one.

 

Do you want to go to the conference in San Diego next month?

I don’t know.

You are not going. I am.

 

And on and on and on.

 

Every day, so many people let other people make their decisions for them.

Because they can’t decide.

Because they can’t decide fast enough for the other person.

 

Because they don’t want to decide and are happier if someone else does it.

 

Success starts with your ability to decide.

Ronald Regan learned it a very you age.

Let no one else decide for you.

 

You see what happens when you let that take place.

You lose all control of your direction.

You are put into things you might not want to participate in.

You have no leadership skills, because you refuse to use them.

 

Making your own decisions is one of the most important things you can learn as you move forward.

 

So, here I will share 3 things you can do to take back your decision-making ability.

 

1/       Hang out with other people who are good and quick and successful at making decisions.

 

            Or, in other words, get away from people like you.

 

            They are easy to find.

            You see them all the time.

 

            Ask a question, and they give an answer.

 

2/       Give the best answer you can to the question, which might not always be the final or complete answer.  That is ok.

 

            Do you want to go to the conference in San Diego next month?

 

            Answer:  Yes, but I will get back to you tomorrow with my final commitment.

           

            Which school do you want to go to?

 

            Answer:  I think abc university, but I am still also considering y and j.

 

            Want the office on the right or the left?

 

            Let’s go look, and I will make up my mind right now.

 

            Do you see the pattern?  You give an answer and take control of the situation, and no one else will make the decision for you.  Unless you don’t do what you said you would.

 

            Ron could have easily avoided the situation by asking one simple question, “When do you need an answer?  You will have it.”

 

 

3/       Get comfortable with the fact you might make the wrong decision.

 

            I call it failure creates success, as I wrote in my book by the same title.

How to create real success in all you do

How to create real success in all you do

            Click here to review and order your copy today.

 

 

 

            We are brought up in an environment, a system where we are taught that failure is bad, instead of that failure is the key to finding the right way.

 

            Because of this fear of failure, we are afraid to decide.  This starts at a very young age and then just gets worse.

 

            It is OK to fail.

            Believe it.

            Buy in.

            Go forward.

 

 

So, if I see you in two different shoes, I will know you could not decide either.

 

Decision-making gets so many people off their game.

Get better with more effective persistence, consistency and self-Discipline.

Want to learn more?

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

Check out my book – What’s Your Excuse

 

 

 

If effective decision-making is an issue you struggle with, why not talk with me.

Click here to learn more about setting up a 15-30 minute call.